Real Estate Forums

San Diego Real Estate · 05-26-2006, 06:17 AM

Most buyers make major purchases out of need -- they need a car, or they need a home. However, affluent customers typically have what they need and pursue what they want. Wants are emotional, so it's very important to quickly win affluent customers' trust when building the relationship. Experts say you have only 40 seconds from the initial sales contact to do this. Here are some tips for making the sale:

1) Give them the respect they demand. Before sales meetings, research the affluent buyer's occupation and status. Open the meeting by expressing how you admire one or two accomplishments. Do this in a respectful, non-obsequious manner.
2) Look sharp. Affluent customers will give you the once-over, so make sure every aspect of your appearance conveys professionalism.
3) Make them believe in your product or service. Affluent buyers must believe your service or product is useful and unsurpassed. Use words like "best," "prestigious" and "elite" to describe your product or service. Also, they must like you as a person, so create rapport.
4) Articulately convey service benefits. Affluent customers buy benefits, not features. Impress your clients by articulating product or service benefits. Know your product or service completely and stay on track. Expect more probing questions than usual from these experienced buyers.
5) Justify your fees or rates. Affluent customers are not concerned with discounts; they are looking for quality products and quality service. Show them you're not a commodity. Emphasize your experience and that they are buying your expertise.

Compliments of American Home Mortgage Investment Corp!

Portland Real Estate · 05-27-2006, 03:31 PM

The content is absolutely right. Thanks for the post, Al.

Las Vegas Homes · 05-28-2006, 06:39 PM

Yes, I agree as well. Here in the Las Vegas home market we deal with many affluent people, or people who at least think that they are! You are 100% correct in saying that you must treat them with the respect that they demand, because they will definitley do so!

REMAX LV · 05-29-2006, 10:56 AM

Yes, Las Vegas Homes, working here in the Las Vegas real estate market I would have to agree with you! There are so many people here in Vegas that do demand both a sharp appearance and respect. In my opinion, you may as well treat them how they want to be treated, and you will then get that much further! After all, everyone wants a certain amount of explanation and respect.

Las Vegas Real Estate · 05-31-2006, 06:06 PM

I definitley agree with all of you on this topic, but I also feel that explaining your rates and fees is also important. Affulent people are the most likely, in my experience here in the Las Vegas home market, to inquire as to fees and ask you to break them down. I actually enjoy working with them because they really make you do your job

San Diego Homes & Condos · 06-06-2006, 06:27 PM

I agree with all of you. It is almost like they quiz you about the fees and services to see how well you know the process and what you can offer them. Affluent people like to know they have someone that is going to negotiate for them better than they could do for themselves. Dressing sharp is definatly part of it.